{"id":806,"date":"2018-04-26T16:23:53","date_gmt":"2018-04-26T15:23:53","guid":{"rendered":"https:\/\/blog.encoremusicians.com\/?p=806"},"modified":"2019-03-28T11:44:14","modified_gmt":"2019-03-28T11:44:14","slug":"closing-the-deal-how-to-write-messages-that-lead-to-bookings","status":"publish","type":"post","link":"https:\/\/encoremusicians.com\/blog\/closing-the-deal-how-to-write-messages-that-lead-to-bookings\/","title":{"rendered":"Closing the deal &#8211; How to Write Messages that Result in Bookings"},"content":{"rendered":"<p><span style=\"font-weight: 400;\">Welcome to the second article in our client communication series!<\/span><\/p>\n<p><span style=\"font-weight: 400;\">When you\u2019re applying for jobs, the way you communicate with clients has a big impact on your success. <\/span><b>Time after time we see musicians miss out on bookings simply because they were too slow in replying or a poorly worded reply confused a client.<\/b><span style=\"font-weight: 400;\"> This guide will give you the tools you need to communicate effectively with clients, and ultimately win more bookings.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">You can find our first article in the series on writing cover notes <a href=\"https:\/\/encoremusicians.com\/blog\/how-to-write-the-perfect-cover-note\/\">here<\/a>.<\/span><\/p>\n<hr \/>\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_57_1 counter-hierarchy ez-toc-counter ez-toc-grey ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title \" >Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\" role=\"button\"><label for=\"item-69f00a2c38d7d\" ><span class=\"\"><span style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/label><input aria-label=\"Toggle\" aria-label=\"item-69f00a2c38d7d\"  type=\"checkbox\" id=\"item-69f00a2c38d7d\"><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-1'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/encoremusicians.com\/blog\/closing-the-deal-how-to-write-messages-that-lead-to-bookings\/#Writing-messages-that-result-in-bookings\" title=\"Writing messages that result in bookings\">Writing messages that result in bookings<\/a><ul class='ez-toc-list-level-2'><li class='ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/encoremusicians.com\/blog\/closing-the-deal-how-to-write-messages-that-lead-to-bookings\/#1-Respond-promptly\" title=\"1. Respond promptly\">1. Respond promptly<\/a><ul class='ez-toc-list-level-3'><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/encoremusicians.com\/blog\/closing-the-deal-how-to-write-messages-that-lead-to-bookings\/#Musicians-who-get-booked-most-often-have-the-fastest-response-times\" title=\"Musicians who get booked most often have the fastest response times.\">Musicians who get booked most often have the fastest response times.<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/encoremusicians.com\/blog\/closing-the-deal-how-to-write-messages-that-lead-to-bookings\/#2-Reduce-the-clients-cognitive-load\" title=\"2. Reduce the client&#8217;s cognitive load\">2. Reduce the client&#8217;s cognitive load<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/encoremusicians.com\/blog\/closing-the-deal-how-to-write-messages-that-lead-to-bookings\/#3-Keep-the-conversation-flowing-%E2%80%93-end-your-messages-with-clear-calls-to-action\" title=\"3. Keep the conversation flowing &#8211; end your messages with clear calls to action\">3. Keep the conversation flowing &#8211; end your messages with clear calls to action<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/encoremusicians.com\/blog\/closing-the-deal-how-to-write-messages-that-lead-to-bookings\/#4-Build-rapport\" title=\"4. Build rapport\">4. Build rapport<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/encoremusicians.com\/blog\/closing-the-deal-how-to-write-messages-that-lead-to-bookings\/#5-Dont-overload-clients-with-more-than-3-options\" title=\"5. Don\u2019t overload clients with more than 3 options\">5. Don\u2019t overload clients with more than 3 options<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/encoremusicians.com\/blog\/closing-the-deal-how-to-write-messages-that-lead-to-bookings\/#6-Get-them-on-the-phone\" title=\"6. Get them on the phone\">6. Get them on the phone<\/a><\/li><\/ul><\/li><\/ul><\/nav><\/div>\n<h1><span class=\"ez-toc-section\" id=\"Writing-messages-that-result-in-bookings\"><\/span><b>Writing messages that result in bookings<\/b><span class=\"ez-toc-section-end\"><\/span><\/h1>\n<p><span style=\"font-weight: 400;\">Once you\u2019ve applied for a job on Encore, it\u2019s over to the client to make the next move. But if they shortlist you or send you a message, you need to be prepared to send an excellent reply to encourage them to book you. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">After looking at hundreds of message threads between clients and musicians, we&#8217;ve put together our top tips for converting your client conversations into bookings.\u00a0<\/span><\/p>\n<h2><span class=\"ez-toc-section\" id=\"1-Respond-promptly\"><\/span>1. Respond promptly<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><strong>Reducing the time it takes you to reply to clients is the single most effective thing you can do to improve your booking conversion rate. <\/strong><\/p>\n<p><span style=\"font-weight: 400;\">Today people shopping online expect instant results and instant answers &#8211; if you delay, they\u2019ll simply begin looking elsewhere. This might seem unfair, but in a crowded market, being an outstanding performer is no longer enough. Only those musicians who can provide clients with fast, reliable communication will succeed. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">On Encore, your average response time is the average of the time you take to respond to client messages, bookings requests, and call requests. Let&#8217;s take a look at how your response time affects your likelihood to get booked.<\/span><\/p>\n<table>\n<tbody>\n<tr>\n<td><b>No. of Encore bookings received<\/b><\/td>\n<td><b>Average response time<\/b><\/td>\n<\/tr>\n<tr>\n<td><span style=\"font-weight: 400;\">0<\/span><\/td>\n<td><span style=\"font-weight: 400;\">7 hours<\/span><\/td>\n<\/tr>\n<tr>\n<td><span style=\"font-weight: 400;\">1<\/span><\/td>\n<td><span style=\"font-weight: 400;\">6 hours<\/span><\/td>\n<\/tr>\n<tr>\n<td><span style=\"font-weight: 400;\">10+<\/span><\/td>\n<td><span style=\"font-weight: 400;\">4 hours<\/span><\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<p>We can see a very clear correlation:<\/p>\n<blockquote>\n<h3><span class=\"ez-toc-section\" id=\"Musicians-who-get-booked-most-often-have-the-fastest-response-times\"><\/span><b>Musicians who get booked most often have the fastest response times.<\/b><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<\/blockquote>\n<p><span style=\"font-weight: 400;\">Top tips for improving your response time: <\/span><\/p>\n<ul>\n<li style=\"list-style-type: none;\">\n<ul>\n<li style=\"font-weight: 400;\"><b>Purge your phone and email notifications.<\/b><span style=\"font-weight: 400;\"> So you only hear about the most important messages first. Check out <\/span><a href=\"https:\/\/www.pcworld.com\/article\/2978403\/phones\/4-ways-to-turn-off-annoying-notifications-on-your-android-phone-or-iphone.html\"><span style=\"font-weight: 400;\">this article<\/span><\/a><span style=\"font-weight: 400;\"> on how to do this. <\/span><\/li>\n<li style=\"font-weight: 400;\"><b>Create templates.<\/b><span style=\"font-weight: 400;\"> If you find yourself repeating similar or long messages (e.g. your typical set lengths and pricing options), copy these into a document for easy access and save yourself the time of typing them out again. \u00a0<\/span><\/li>\n<li style=\"font-weight: 400;\"><b>Use an online calendar. <span style=\"font-weight: 400;\">Make sure you and your band members keep their Google calendars (or similar) up-to-date, so you know who is available for gigs at all times, and don\u2019t waste time messaging them to check.\u00a0\u00a0<\/span><\/b><\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<h2><span class=\"ez-toc-section\" id=\"2-Reduce-the-clients-cognitive-load\"><\/span>2. Reduce the client&#8217;s cognitive load<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span style=\"font-weight: 400;\">When you\u2019re in communication with clients, it\u2019s important to understand their thought process as they receive your messages. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">They may be receiving messages from multiple musicians, from multiple booking platforms. All this noisy communication creates a significant <\/span><a href=\"https:\/\/www.mindtools.com\/pages\/article\/cognitive-load-theory.htm\"><span style=\"font-weight: 400;\">cognitive load<\/span><\/a><span style=\"font-weight: 400;\"> &#8211; the mental effort the client has to expend before making their decision &#8211; which increases the chance that your message will get drowned out or ignored. <\/span><\/p>\n<figure id=\"attachment_809\" aria-describedby=\"caption-attachment-809\" style=\"width: 600px\" class=\"wp-caption alignnone\"><img data-attachment-id=\"809\" data-permalink=\"https:\/\/encoremusicians.com\/blog\/closing-the-deal-how-to-write-messages-that-lead-to-bookings\/cognitive-load\/\" data-orig-file=\"https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/cognitive-load.jpeg?fit=600%2C450&amp;ssl=1\" data-orig-size=\"600,450\" data-comments-opened=\"1\" data-image-meta=\"{&quot;aperture&quot;:&quot;0&quot;,&quot;credit&quot;:&quot;&quot;,&quot;camera&quot;:&quot;&quot;,&quot;caption&quot;:&quot;&quot;,&quot;created_timestamp&quot;:&quot;0&quot;,&quot;copyright&quot;:&quot;&quot;,&quot;focal_length&quot;:&quot;0&quot;,&quot;iso&quot;:&quot;0&quot;,&quot;shutter_speed&quot;:&quot;0&quot;,&quot;title&quot;:&quot;&quot;,&quot;orientation&quot;:&quot;0&quot;}\" data-image-title=\"cognitive load\" data-image-description=\"\" data-image-caption=\"\" data-medium-file=\"https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/cognitive-load.jpeg?fit=300%2C225&amp;ssl=1\" data-large-file=\"https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/cognitive-load.jpeg?fit=600%2C450&amp;ssl=1\" decoding=\"async\" loading=\"lazy\" class=\"alignnone size-full wp-image-809\" src=\"https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/cognitive-load.jpeg?resize=600%2C450&#038;ssl=1\" alt=\"cognitive load\" width=\"600\" height=\"450\" srcset=\"https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/cognitive-load.jpeg?w=600&amp;ssl=1 600w, https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/cognitive-load.jpeg?resize=300%2C225&amp;ssl=1 300w, https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/cognitive-load.jpeg?resize=267%2C200&amp;ssl=1 267w\" sizes=\"(max-width: 600px) 100vw, 600px\" data-recalc-dims=\"1\" \/><figcaption id=\"caption-attachment-809\" class=\"wp-caption-text\">Help your clients filter out the noise<\/figcaption><\/figure>\n<p><span style=\"font-weight: 400;\">Your job as a seller is to reduce that cognitive burden and make it as easy as possible for the client to respond and book you. On Encore, we put this into practice by offering them a simple clear \u201cBook now\u201d button followed by a streamlined checkout process that allows clients to pay quickly and securely. For you, that means ensuring your messages are always clearly written. \u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Tips for reducing cognitive load:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><b>Aim for as little back-and-forth as possible.<\/b><span style=\"font-weight: 400;\"> Answer your client\u2019s questions in full to reduce the likelihood that they\u2019ll have to ask another question later in the conversation. <\/span><\/li>\n<li style=\"font-weight: 400;\"><b>Avoid vague language. <\/b><span style=\"font-weight: 400;\">Phrases like \u201cWhat are your thoughts?\u201d or \u201cHow does this sound?\u201d require the client to expend more energy working out what you really mean. <\/span><\/li>\n<li style=\"font-weight: 400;\"><b>Avoid musical jargon. <\/b><span style=\"font-weight: 400;\">Only use musical terminology when strictly necessary and always provide an explanation. Words like \u201cfoldback\u201d, \u201cbackline\u201d, \u201cporterage\u201d, or even \u201cbrass section\u201d and \u201cviola\u201d may be unfamiliar to clients<\/span><\/li>\n<\/ul>\n<h2><span class=\"ez-toc-section\" id=\"3-Keep-the-conversation-flowing-%E2%80%93-end-your-messages-with-clear-calls-to-action\"><\/span><span style=\"font-weight: 400;\">3. Keep the conversation flowing &#8211; end your messages with clear calls to action<\/span><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span style=\"font-weight: 400;\">One of the best ways to improve booking conversion from your messages is to use clear calls to action. These are short phrases, often used at the end of a message or web page, telling a user exactly what they should be doing next.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Putting these into your communications will save your clients the time and energy of working out what step they should be taking.\u00a0\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Here are a few calls to action to consider using in your messages:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><b>You need more info: \u201c<\/b><span style=\"font-weight: 400;\">We\u2019d love to go ahead with the booking, but just before we confirm please can you let us know: (question)?&#8221;<\/span><\/li>\n<li style=\"font-weight: 400;\"><b>You want to discuss it over the phone: <\/b><span style=\"font-weight: 400;\">I think the best way to take this forward is to jump on a phone call. I\u2019m free to chat between 9am &#8211; 4pm every day this week. Just click \u2018Request call\u2019 and we can arrange the call through Encore.\u201d<\/span><\/li>\n<li style=\"font-weight: 400;\"><b>The client seems ready to book: <\/b><span style=\"font-weight: 400;\">\u00a0\u201cIf you\u2019re happy to go ahead with the booking, please click &#8216;Book now&#8217; to book me through Encore.\u201d<\/span><\/li>\n<\/ul>\n<figure id=\"attachment_811\" aria-describedby=\"caption-attachment-811\" style=\"width: 1170px\" class=\"wp-caption aligncenter\"><img data-attachment-id=\"811\" data-permalink=\"https:\/\/encoremusicians.com\/blog\/closing-the-deal-how-to-write-messages-that-lead-to-bookings\/10-incorporate-icons-in-the-call-to-action\/\" data-orig-file=\"https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/10.-Incorporate-Icons-in-the-Call-to-Action.jpg?fit=1170%2C527&amp;ssl=1\" data-orig-size=\"1170,527\" data-comments-opened=\"1\" data-image-meta=\"{&quot;aperture&quot;:&quot;0&quot;,&quot;credit&quot;:&quot;&quot;,&quot;camera&quot;:&quot;&quot;,&quot;caption&quot;:&quot;&quot;,&quot;created_timestamp&quot;:&quot;0&quot;,&quot;copyright&quot;:&quot;&quot;,&quot;focal_length&quot;:&quot;0&quot;,&quot;iso&quot;:&quot;0&quot;,&quot;shutter_speed&quot;:&quot;0&quot;,&quot;title&quot;:&quot;&quot;,&quot;orientation&quot;:&quot;0&quot;}\" data-image-title=\"10.-Incorporate-Icons-in-the-Call-to-Action\" data-image-description=\"\" data-image-caption=\"\" data-medium-file=\"https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/10.-Incorporate-Icons-in-the-Call-to-Action.jpg?fit=300%2C135&amp;ssl=1\" data-large-file=\"https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/10.-Incorporate-Icons-in-the-Call-to-Action.jpg?fit=770%2C347&amp;ssl=1\" decoding=\"async\" loading=\"lazy\" class=\" size-full wp-image-811 aligncenter\" src=\"https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/10.-Incorporate-Icons-in-the-Call-to-Action.jpg?resize=770%2C347&#038;ssl=1\" alt=\"10.-Incorporate-Icons-in-the-Call-to-Action.jpg\" width=\"770\" height=\"347\" srcset=\"https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/10.-Incorporate-Icons-in-the-Call-to-Action.jpg?w=1170&amp;ssl=1 1170w, https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/10.-Incorporate-Icons-in-the-Call-to-Action.jpg?resize=300%2C135&amp;ssl=1 300w, https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/10.-Incorporate-Icons-in-the-Call-to-Action.jpg?resize=768%2C346&amp;ssl=1 768w, https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/10.-Incorporate-Icons-in-the-Call-to-Action.jpg?resize=1024%2C461&amp;ssl=1 1024w, https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/10.-Incorporate-Icons-in-the-Call-to-Action.jpg?resize=360%2C162&amp;ssl=1 360w\" sizes=\"(max-width: 770px) 100vw, 770px\" data-recalc-dims=\"1\" \/><figcaption id=\"caption-attachment-811\" class=\"wp-caption-text\">Some examples of calls to action<\/figcaption><\/figure>\n<h2><span class=\"ez-toc-section\" id=\"4-Build-rapport\"><\/span><span style=\"font-weight: 400;\">4. Build rapport<\/span><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span style=\"font-weight: 400;\">To quote the famous salesman Dale Carnegie: <\/span><\/p>\n<blockquote><p><span style=\"font-weight: 400;\">&#8220;You can make more friends in two months by being interested in them, than in two years by making them interested in you.&#8221; (<em>How to Win Friends and Influence People)<\/em><\/span><\/p><\/blockquote>\n<p><span style=\"font-weight: 400;\">Now you might not want to become friends with your client, but building a strong rapport with them is important if you want to create a healthy working relationship. To put it simply: if a client likes you, they\u2019re more likely to do business with you. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">Here are some best practices for building a strong connection with your client:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><b>Directly address the personal details of the client\u2019s event.<\/b><span style=\"font-weight: 400;\"> For example, if the client is getting married, congratulate them; if they mention the venue, comment on their choice.<\/span><\/li>\n<li style=\"font-weight: 400;\"><b>Learn to read the client\u2019s writing style and match your response accordingly.<\/b><span style=\"font-weight: 400;\"> If they\u2019ve written in clearly structured full sentences, you might be more successful adopting a formal tone.\u00a0<\/span><\/li>\n<li style=\"font-weight: 400;\"><b>Be genuinely interested in the success of their event. <\/b><span style=\"font-weight: 400;\">Good salesmanship is not about trying to sell your business to a client regardless of their needs. If you can put the success of their event before your desire to be booked (even if that means suggesting they book someone else), then you\u2019ll not only get a warm, fuzzy feeling for doing the right thing, but you\u2019ll reap the rewards in referrals and bookings later down the line.\u00a0\u00a0<\/span><\/li>\n<\/ul>\n<figure id=\"attachment_810\" aria-describedby=\"caption-attachment-810\" style=\"width: 2247px\" class=\"wp-caption aligncenter\"><img data-attachment-id=\"810\" data-permalink=\"https:\/\/encoremusicians.com\/blog\/closing-the-deal-how-to-write-messages-that-lead-to-bookings\/dale-carnegie\/\" data-orig-file=\"https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/dale-carnegie.jpg?fit=2247%2C1264&amp;ssl=1\" data-orig-size=\"2247,1264\" data-comments-opened=\"1\" data-image-meta=\"{&quot;aperture&quot;:&quot;0&quot;,&quot;credit&quot;:&quot;&quot;,&quot;camera&quot;:&quot;&quot;,&quot;caption&quot;:&quot;&quot;,&quot;created_timestamp&quot;:&quot;0&quot;,&quot;copyright&quot;:&quot;&quot;,&quot;focal_length&quot;:&quot;0&quot;,&quot;iso&quot;:&quot;0&quot;,&quot;shutter_speed&quot;:&quot;0&quot;,&quot;title&quot;:&quot;&quot;,&quot;orientation&quot;:&quot;0&quot;}\" data-image-title=\"dale carnegie\" data-image-description=\"\" data-image-caption=\"\" data-medium-file=\"https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/dale-carnegie.jpg?fit=300%2C169&amp;ssl=1\" data-large-file=\"https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/dale-carnegie.jpg?fit=770%2C433&amp;ssl=1\" decoding=\"async\" loading=\"lazy\" class=\"alignnone size-full wp-image-810\" src=\"https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/dale-carnegie.jpg?resize=770%2C433&#038;ssl=1\" alt=\"dale carnegie\" width=\"770\" height=\"433\" srcset=\"https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/dale-carnegie.jpg?w=2247&amp;ssl=1 2247w, https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/dale-carnegie.jpg?resize=300%2C169&amp;ssl=1 300w, https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/dale-carnegie.jpg?resize=768%2C432&amp;ssl=1 768w, https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/dale-carnegie.jpg?resize=1024%2C576&amp;ssl=1 1024w, https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/dale-carnegie.jpg?resize=356%2C200&amp;ssl=1 356w, https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/dale-carnegie.jpg?w=1540&amp;ssl=1 1540w\" sizes=\"(max-width: 770px) 100vw, 770px\" data-recalc-dims=\"1\" \/><figcaption id=\"caption-attachment-810\" class=\"wp-caption-text\">How to win bookings and influence clients<\/figcaption><\/figure>\n<h2><span class=\"ez-toc-section\" id=\"5-Dont-overload-clients-with-more-than-3-options\"><\/span><span style=\"font-weight: 400;\">5. Don\u2019t overload clients with more than 3 options<\/span><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span style=\"font-weight: 400;\">In 2000, a supermarket wanted to find out how the number of options available to their customers affected the likelihood of them buying jam. So they decided to run <\/span><a href=\"https:\/\/faculty.washington.edu\/jdb\/345\/345%20Articles\/Iyengar%20%26%20Lepper%20(2000).pdf\"><span style=\"font-weight: 400;\">an experiment<\/span><\/a><span style=\"font-weight: 400;\">. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">In the first test, shoppers were given a choice of 24 differently flavoured jams to taste. On average, each shopper tasted 2 jams and 3% of them decided to buy some jam afterwards. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">In the second test, the number of jam flavours was reduced to just 6. Again, on average each shopper tasted 2 flavours of jam, but this time a massive 30% of them went on to purchase the jam. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">The experiment is a famous example of choice overload &#8211; if you provide your customer with too many buying options, they\u2019ll become overwhelmed and end up buying less or nothing at all. <\/span><\/p>\n<figure id=\"attachment_808\" aria-describedby=\"caption-attachment-808\" style=\"width: 504px\" class=\"wp-caption aligncenter\"><img data-attachment-id=\"808\" data-permalink=\"https:\/\/encoremusicians.com\/blog\/closing-the-deal-how-to-write-messages-that-lead-to-bookings\/jam-experiment\/\" data-orig-file=\"https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/jam-experiment.png?fit=504%2C649&amp;ssl=1\" data-orig-size=\"504,649\" data-comments-opened=\"1\" data-image-meta=\"{&quot;aperture&quot;:&quot;0&quot;,&quot;credit&quot;:&quot;&quot;,&quot;camera&quot;:&quot;&quot;,&quot;caption&quot;:&quot;&quot;,&quot;created_timestamp&quot;:&quot;0&quot;,&quot;copyright&quot;:&quot;&quot;,&quot;focal_length&quot;:&quot;0&quot;,&quot;iso&quot;:&quot;0&quot;,&quot;shutter_speed&quot;:&quot;0&quot;,&quot;title&quot;:&quot;&quot;,&quot;orientation&quot;:&quot;0&quot;}\" data-image-title=\"jam experiment\" data-image-description=\"\" data-image-caption=\"\" data-medium-file=\"https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/jam-experiment.png?fit=233%2C300&amp;ssl=1\" data-large-file=\"https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/jam-experiment.png?fit=504%2C649&amp;ssl=1\" decoding=\"async\" loading=\"lazy\" class=\" size-full wp-image-808 aligncenter\" src=\"https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/jam-experiment.png?resize=504%2C649&#038;ssl=1\" alt=\"jam experiment\" width=\"504\" height=\"649\" srcset=\"https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/jam-experiment.png?w=504&amp;ssl=1 504w, https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/jam-experiment.png?resize=233%2C300&amp;ssl=1 233w, https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/jam-experiment.png?resize=155%2C200&amp;ssl=1 155w\" sizes=\"(max-width: 504px) 100vw, 504px\" data-recalc-dims=\"1\" \/><figcaption id=\"caption-attachment-808\" class=\"wp-caption-text\">Two contrasting jam sessions<\/figcaption><\/figure>\n<p><span style=\"font-weight: 400;\">The same applies when you\u2019re messaging clients. If they want to know whether you can provide alternative line-ups, avoid sending over any more than 3 options. Identify what the client is likely to be looking for and tailor the options you send to suit their needs. \u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Why not take it one step further? Help your client make their decision by telling them which option is most popular or gives them the best value. Different buyers will have different motivations when purchasing &#8211; be it quality, value for money, or social (following the latest trend). \u00a0\u00a0\u00a0\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Read more on how choice affects buying decisions <\/span><a href=\"https:\/\/www.improvemysearchranking.com\/how-many-buying-options-should-you-offer-for-best-conversion-rates\/\"><span style=\"font-weight: 400;\">here<\/span><\/a><span style=\"font-weight: 400;\"> or watch psychologist Barry Schwartz\u2019s viral TED talk on consumer choice <\/span><a href=\"https:\/\/www.ted.com\/talks\/barry_schwartz_on_the_paradox_of_choice#t-122393\"><span style=\"font-weight: 400;\">here<\/span><\/a>\u00a0(most popular)<span style=\"font-weight: 400;\">. <\/span><\/p>\n<figure id=\"attachment_807\" aria-describedby=\"caption-attachment-807\" style=\"width: 2146px\" class=\"wp-caption alignnone\"><img data-attachment-id=\"807\" data-permalink=\"https:\/\/encoremusicians.com\/blog\/closing-the-deal-how-to-write-messages-that-lead-to-bookings\/screen-shot-2018-04-26-at-15-48-40\/\" data-orig-file=\"https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/Screen-Shot-2018-04-26-at-15.48.40.png?fit=2146%2C1468&amp;ssl=1\" data-orig-size=\"2146,1468\" data-comments-opened=\"1\" data-image-meta=\"{&quot;aperture&quot;:&quot;0&quot;,&quot;credit&quot;:&quot;&quot;,&quot;camera&quot;:&quot;&quot;,&quot;caption&quot;:&quot;&quot;,&quot;created_timestamp&quot;:&quot;0&quot;,&quot;copyright&quot;:&quot;&quot;,&quot;focal_length&quot;:&quot;0&quot;,&quot;iso&quot;:&quot;0&quot;,&quot;shutter_speed&quot;:&quot;0&quot;,&quot;title&quot;:&quot;&quot;,&quot;orientation&quot;:&quot;0&quot;}\" data-image-title=\"Screen Shot 2018-04-26 at 15.48.40\" data-image-description=\"\" data-image-caption=\"\" data-medium-file=\"https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/Screen-Shot-2018-04-26-at-15.48.40.png?fit=300%2C205&amp;ssl=1\" data-large-file=\"https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/Screen-Shot-2018-04-26-at-15.48.40.png?fit=770%2C526&amp;ssl=1\" decoding=\"async\" loading=\"lazy\" class=\"alignnone size-full wp-image-807\" src=\"https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/Screen-Shot-2018-04-26-at-15.48.40.png?resize=770%2C527&#038;ssl=1\" alt=\"Screen Shot 2018-04-26 at 15.48.40\" width=\"770\" height=\"527\" srcset=\"https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/Screen-Shot-2018-04-26-at-15.48.40.png?w=2146&amp;ssl=1 2146w, https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/Screen-Shot-2018-04-26-at-15.48.40.png?resize=300%2C205&amp;ssl=1 300w, https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/Screen-Shot-2018-04-26-at-15.48.40.png?resize=768%2C525&amp;ssl=1 768w, https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/Screen-Shot-2018-04-26-at-15.48.40.png?resize=1024%2C700&amp;ssl=1 1024w, https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/Screen-Shot-2018-04-26-at-15.48.40.png?resize=292%2C200&amp;ssl=1 292w, https:\/\/i0.wp.com\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/Screen-Shot-2018-04-26-at-15.48.40.png?w=1540&amp;ssl=1 1540w\" sizes=\"(max-width: 770px) 100vw, 770px\" data-recalc-dims=\"1\" \/><figcaption id=\"caption-attachment-807\" class=\"wp-caption-text\">You can see the principle of offering 3 purchasing options in\u00a0<a href=\"https:\/\/www.splento.com\/\">Splento<\/a>\u2019s pricing guide. Note the options: cheapest, most popular, and highest quality &#8211; every buyer type is catered for.<\/figcaption><\/figure>\n<h2><span class=\"ez-toc-section\" id=\"6-Get-them-on-the-phone\"><\/span>6. Get them on the phone<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span style=\"font-weight: 400;\">There\u2019s a limit to how well you can understand someone by messaging them online (as a browse through any YouTube comment section will attest\u2026). If you\u2019re willing to give up the time, meeting and performing in front of a client before a booking is a great way of building a relationship and increasing their chances of booking you.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">However, the next best thing is to arrange a time to talk over the phone. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">On Encore, phone numbers are shared between clients and musicians as soon as the booking has been made. But we also have a built-in <\/span><a href=\"https:\/\/help.encoremusicians.com\/hc\/en-us\/articles\/360000256893-How-to-send-a-call-request-to-a-musician\"><span style=\"font-weight: 400;\">call request<\/span><\/a><span style=\"font-weight: 400;\"> feature which allows clients to send you their phone number before the booking is confirmed. Here\u2019s how it works:<\/span><\/p>\n<ol>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Send a message to a client asking them to click \u201cRequest call\u201d, including <\/span><a href=\"https:\/\/help.encoremusicians.com\/hc\/en-us\/articles\/360000256893-How-to-send-a-call-request-to-a-musician\"><span style=\"font-weight: 400;\">this guide<\/span><\/a><span style=\"font-weight: 400;\"> if necessary. \u00a0<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">The client sends a call request including their phone number and a time when they\u2019ll be free for a call. <\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">You call the client at their requested time and discuss the details of the booking.<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Follow up with a message to the client through Encore to make sure any spoken agreements are recorded and the client knows how to proceed next. <\/span><\/li>\n<\/ol>\n<p><span style=\"font-weight: 400;\">What are the best practices for taking phone calls with clients? Stay tuned for our next article in the series when we\u2019ll answer just that!<\/span><\/p>\n<p>&nbsp;<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Welcome to the second article in our client communication series! When you\u2019re applying for jobs, the way you communicate with clients has a big impact on your success. Time after time we see musicians miss out on bookings simply because they were too slow in replying or a poorly worded reply confused a client. This [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":812,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_newsletter_tier_id":0,"footnotes":""},"categories":[222],"tags":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v21.3 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Closing the deal - How to Write Messages that Result in Bookings | Encore Blog<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/encoremusicians.com\/blog\/closing-the-deal-how-to-write-messages-that-lead-to-bookings\/\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Closing the deal - How to Write Messages that Result in Bookings | Encore Blog\" \/>\n<meta property=\"og:description\" content=\"Welcome to the second article in our client communication series! When you\u2019re applying for jobs, the way you communicate with clients has a big impact on your success. Time after time we see musicians miss out on bookings simply because they were too slow in replying or a poorly worded reply confused a client. This [&hellip;]\" \/>\n<meta property=\"og:url\" content=\"https:\/\/encoremusicians.com\/blog\/closing-the-deal-how-to-write-messages-that-lead-to-bookings\/\" \/>\n<meta property=\"og:site_name\" content=\"Encore Blog\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/joinencore\" \/>\n<meta property=\"article:published_time\" content=\"2018-04-26T15:23:53+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2019-03-28T11:44:14+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/apple-coffee-cup-5199-1024x732.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1024\" \/>\n\t<meta property=\"og:image:height\" content=\"732\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Jonny Venvell\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@joinencore\" \/>\n<meta name=\"twitter:site\" content=\"@joinencore\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Jonny Venvell\" \/>\n\t<meta name=\"twitter:label2\" content=\"Estimated reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"8 minutes\" \/>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Closing the deal - How to Write Messages that Result in Bookings | Encore Blog","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/encoremusicians.com\/blog\/closing-the-deal-how-to-write-messages-that-lead-to-bookings\/","og_locale":"en_GB","og_type":"article","og_title":"Closing the deal - How to Write Messages that Result in Bookings | Encore Blog","og_description":"Welcome to the second article in our client communication series! When you\u2019re applying for jobs, the way you communicate with clients has a big impact on your success. Time after time we see musicians miss out on bookings simply because they were too slow in replying or a poorly worded reply confused a client. This [&hellip;]","og_url":"https:\/\/encoremusicians.com\/blog\/closing-the-deal-how-to-write-messages-that-lead-to-bookings\/","og_site_name":"Encore Blog","article_publisher":"https:\/\/www.facebook.com\/joinencore","article_published_time":"2018-04-26T15:23:53+00:00","article_modified_time":"2019-03-28T11:44:14+00:00","og_image":[{"width":1024,"height":732,"url":"https:\/\/encoremusicians.com\/blog\/wp-content\/uploads\/2018\/04\/apple-coffee-cup-5199-1024x732.jpg","type":"image\/jpeg"}],"author":"Jonny Venvell","twitter_card":"summary_large_image","twitter_creator":"@joinencore","twitter_site":"@joinencore","twitter_misc":{"Written by":"Jonny Venvell","Estimated reading time":"8 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"WebPage","@id":"https:\/\/encoremusicians.com\/blog\/closing-the-deal-how-to-write-messages-that-lead-to-bookings\/","url":"https:\/\/encoremusicians.com\/blog\/closing-the-deal-how-to-write-messages-that-lead-to-bookings\/","name":"Closing the deal - How to Write Messages that Result in Bookings | Encore Blog","isPartOf":{"@id":"https:\/\/encoremusicians.com\/blog\/#website"},"datePublished":"2018-04-26T15:23:53+00:00","dateModified":"2019-03-28T11:44:14+00:00","author":{"@id":"https:\/\/encoremusicians.com\/blog\/#\/schema\/person\/66ef53723f7d824cae728b109b9a55a8"},"breadcrumb":{"@id":"https:\/\/encoremusicians.com\/blog\/closing-the-deal-how-to-write-messages-that-lead-to-bookings\/#breadcrumb"},"inLanguage":"en-GB","potentialAction":[{"@type":"ReadAction","target":["https:\/\/encoremusicians.com\/blog\/closing-the-deal-how-to-write-messages-that-lead-to-bookings\/"]}]},{"@type":"BreadcrumbList","@id":"https:\/\/encoremusicians.com\/blog\/closing-the-deal-how-to-write-messages-that-lead-to-bookings\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/encoremusicians.com\/blog\/"},{"@type":"ListItem","position":2,"name":"Closing the deal &#8211; How to Write Messages that Result in Bookings"}]},{"@type":"WebSite","@id":"https:\/\/encoremusicians.com\/blog\/#website","url":"https:\/\/encoremusicians.com\/blog\/","name":"Encore Musicians","description":"Outstanding performers for any occasion","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/encoremusicians.com\/blog\/?s={search_term_string}"},"query-input":"required name=search_term_string"}],"inLanguage":"en-GB"},{"@type":"Person","@id":"https:\/\/encoremusicians.com\/blog\/#\/schema\/person\/66ef53723f7d824cae728b109b9a55a8","name":"Jonny Venvell","image":{"@type":"ImageObject","inLanguage":"en-GB","@id":"https:\/\/encoremusicians.com\/blog\/#\/schema\/person\/image\/","url":"https:\/\/secure.gravatar.com\/avatar\/b5e5bc8a7a85f277c352e3c9c608ed27?s=96&d=mm&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/b5e5bc8a7a85f277c352e3c9c608ed27?s=96&d=mm&r=g","caption":"Jonny Venvell"},"description":"Jonny is Encore's Head of Artist Relations. He's responsible for supporting and helping musicians on the platform and writes most of the musician-facing articles on the blog. 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